The client is a world leader when it comes to manufacturing and supporting laboratory equipment. Their catalogue has grown to cover a wide range, from innovative magnetic stirrers to rotary evaporators and temperature-controlled products, to name a few.
The client engaged with Network Scientific to utilise our Lead Generation service. They wanted to drive sales within the UK and Ireland Academic sector, specifically focused on a select few products that were part of discounted sale campaign. They also wanted to raise top of mind awareness for their brand and to engage with past clients in case there were requirements outside of the initial scope of the campaign.
Key campaign requirements:
Prospect Database Creation – Specifically focused on the UK academic sector and research groups that would have known requirements for the client’s offering.
Telemarketing – To generate qualified Sales Leads and, where required, develop a timeline for future engagement with prospects.
Telephone Appointment Setting – Working with prospects to book a follow up call with the internal sales team to drive initial interest into a sale.
By working with the client, we were able to produce a comprehensive database of relevant research groups and key contacts within the initially specified academic institutions. We developed a combined approach of both phone contact and targeted emails to engage with decision makers and ascertain any laboratory equipment requirements, both in the short and long-term.
All relevant information ascertained through both phone conversations and email were fed through to the internal sales team and were used to develop the client’s pipeline.
Although a relatively short campaign it was very successful, and the client was pleased with the results. We identified multiple leads with short-term requirements and a few that would purchase from the client, but there was no immediate requirement. These were all passed onto the client with the appropriate timeframe for reengagement noted, in order to maximise the sales opportunities generated.
“Thanks to you and the rest of the team for all your efforts. I can see you’ve been hitting the phones hard and hopefully the leads uncovered so far will lead to sales. I’ve been impressed with the number of calls and you’re speaking to the right people. I can foresee other campaigns in the future especially on some of our lesser-known products where your assistance in prospecting will be a big help.” – Senior Sales Manager, Laboratory Equipment Manufacturer
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